Dropbox

Dropbox

Director, Sales Compensation

Remote - Canada: Select locations · Director

Sponsorship not specifiedDetected 2 days ago
Stakeholder ManagementSalesforceSalesFinancial ModelingAccountingExcelCompensationLeadershipCommunicationAdaptability

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odds of building a lasting career here

40Risky
Cap-exempt (no lottery)0
Sponsors this role90
Entry-level history0
PERM / green-card track0
Lottery odds40
Fits your clock70

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Employer immigration record

from this employer's Department of Labor filings

Green-card follow-through: 50%

Of 10 labor certifications old enough to have been used, 5 expired without the employer filing the next step. Median time from filing to decision: 497 days.100% of their filings were for a worker who already held the job.Only certifications past the 180-day window are counted — recent ones cannot have expired yet.

Files H-1B transfers

15 transfer filings in the last year, covering 15 workers. Median labor-condition decision: 7 days. An employer that already files transfers is one that can take over an existing H-1B.

Sourced from Department of Labor LCA, PERM and prevailing-wage disclosure data. Employer matching is by name, so figures may be split across an employer's legal entities. Absence of a filing means none appears in our copy of the data, not that none exists.

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About the role

  • Reporting to the Head of Revenue Operations, this role will have significant visibility across Dropbox's executive leadership team and serve as a trusted advisor on sales performance, incentive strategy, and organizational planning.

Responsibilities

  • Partner with the Sales Operations organization to ensure compensation strategy, quota methodology, and planning decisions remain aligned with Dropbox's commercial strategy.
  • Own the global design, governance, and evolution of scalable sales compensation programs across multiple products, customer segments, and routes to market.
  • Partner cross-functionally to ensure compensation programs drive strategic priorities while remaining financially sustainable, equitable, and compliant.
  • Serve as the business owner for the incentive compensation platform (Forma), partnering with Systems to prioritize enhancements, maintain governance, and ensure the platform effectively supports compensation operations.
  • Define compensation philosophies, principles, and governance for new sales roles, emerging routes to market, and evolving go-to-market motions, ensuring consistent and scalable incentive design.
  • Establish frameworks for evaluating, piloting, and scaling new incentive models that support business transformation while maintaining governance, financial discipline, and seller trust.
  • Develop and maintain quota methodologies, governance, and planning frameworks, while evolving ownership and operating models in partnership with Sales Operations as the organization scales.
  • Own the end-to-end incentive compensation operations, including quarter-end and year-end compensation processes, payout calculations, governance, executive reporting, and payroll readiness.
  • Lead quarter-end and fiscal year-end compensation execution, ensuring accurate and timely seller payouts while partnering closely with Payroll, Finance, HR, and Sales Operations to resolve exceptions and maintain operational excellence.
  • Drive continuous improvement through automation, scalable systems, and simplified operational processes.

Requirements

  • 12+ years of experience in sales compensation, sales operations, finance, or a related field with at least 5 years in a leadership role managing sales compensation and planning.
  • Strong commercial acumen with the ability to balance revenue growth, seller behavior, customer outcomes, and financial performance.
  • Experience leading large cross-functional planning initiatives involving Finance, Sales Leadership, HR, and Operations.
  • The ideal candidate combines deep expertise in sales compensation and planning with strong commercial acumen, executive presence, and the ability to influence senior stakeholders through data-driven recommendations.

Nice to have

  • Experience leading global sales planning and incentive strategy for enterprise SaaS organizations.
  • Experience supporting multiple sales motions including Direct, Channel, Enterprise, and Self-Serve.
  • Familiarity with AI-driven sales planning, predictive productivity modeling, or next-generation incentive optimization tools.
  • AI fluency means using these tools to amplify human judgment, not replace it.
  • We believe people with these skills will thrive as work and technology continue to evolve:
  • Awareness: U nderstand yourself and others.
  • Judgment: E valuat e information and mak e decisions in complex situations.
  • Adaptability: L earn, adjust, and stay effective through change.

Skills

  • Durable Skills AI fluency means using these tools to amplify human judgment, not replace it.

Compensation

  • Serve as the primary advisor to Executive Sales Leadership, Finance, and CSO leadership on compensation strategy, seller productivity, and annual planning decisions.
  • Lead the quota planning workstream within the annual sales planning process, partnering closely with Sales Operations, Finance, and Sales Leadership to ensure quota methodologies support business objectives, seller productivity, and compensation strategy.
  • Partner on annual sales planning decisions, translating commercial priorities into scalable quota and incentive recommendations that support evolving go-to-market strategies.
  • Lead through influence across global stakeholders while driving alignment during annual planning and business transformation initiatives.

Benefits

  • Build a strong operating partnership with the Sales Operations organization to ensure alignment across planning, coverage, quotas, and compensation.
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This listing is sourced directly from Dropbox's careers page and normalized into a canonical job model.